For nearly a decade, we've seen IT and other high-technology companies struggle to make the transition from selling primarily products to creating and selling real customer-centric solutions.
As companies have moved to a more solutions-based business model, there has been a need for a new type[...] READ MORE

Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will[...] READ MORE

B2B marketers know that thought leadership is essential, especially when selling high-value solutions. Business buyers tune out most traditional marketing, but they are always looking for new ideas. If we can produce interesting and useful content, and use social media and other platforms to spread[...] READ MORE

Suzanne Lowe from Expertise Marketing has a great piece in her June newsletter on the importance of developing a common lexicon for marketing and business development in professional service firms.
Pointing to common misunderstandings between business leaders and partners, on the one hand,[...] READ MORE

I'm pleased to announce the launch our new Point of View series.
Over the next several months, we'll release a series of short, research-based perspectives on how companies can improve performance in their solutions businesses.
Our first Point of View, Adjusting to the New Reality: Four Steps[...] READ MORE